Bringing Psychographic Information Into the ICP Criteria

I think it was so cool that you added this in because a lot of times what people will do is they'll kind of stop at maybe the thermographic or the demographic and then they'll typically go through like some sort of exercise around personas. And I think bringing up the psychographic information into the ICP criteria actually elevates it a little bit more. If you're able to open up the conversations around like the watering holes, the communities that your target audience is going to, well now maybe you've got some new elements within your campaign strategy about which platforms are you going to be running your campaigns on and targeting. That's something we're always continuing to harp on here at